Corporate Overview
Destination Hotels & Resorts fosters a creative, entrepreneurial and energetic work environment where people come to work and have the opportunity to make personal contributions to the business in which they work. We value passionate people who love to be challenged and desire the freedom to contribute to the overall success of the organization, while accepting full responsibility and accountability. Your role will be integral to the success of meeting our clients' expectations and the continued growth of the company. We strive to create a work place culture that values family, work life balance, and community. We help develop our associates and provide support for them to be professionally successful and to have future growth opportunities predicated on that success.
We provide the framework and structure you would expect from an industry leading hospitality operator and balance it with a sense of entrepreneurial spirit that defines who we are - freedom from rigid structure, the ability to think without boundaries, a sense of ownership and access to the most sophisticated tools in an environment that is built for success. We seek talented leaders who think independently, are prepared to move beyond implementing someone else's plan and are ready to create their own.
Job Description
The Director of Group Sales at Lansdowne Resort is responsible for the leadership and management of all aspects of revenue generation at the resort related to the group segment including guest room, food & beverage sales, spa, golf, multi-media and other ancillary revenue opportunities. The position will focus on optimizing productivity from the group sales team including ongoing development, coaching, and motivation. The position is also directly responsible for generating revenue from a defined market, industry and/or key accounts. In addition, this position is required to provide continued enhancement of the resort culture in accordance with resort standards and to maintain effective relationships with all associates throughout the resort in order to provide a strong, supportive and objective environment. The position requires a detail oriented, organized, and adaptable individual to manage all aspects of the direct sales process for Lansdowne, which include development of action plans, performance management and the ability to operate in a dynamic, continuously changing environment. The position requires excellent communication skills - both written and verbal, along with the ability to utilize
ESSENTIAL JOB FUNCTIONS
Assist in the creation and implementation of the annual and monthly direct sales action plans for Lansdowne. This includes collecting industry trending information and data analytics.
? Dedicate 50% of time towards Individual direct selling efforts to a designated market segment, strategic accounts or region and 50% on leading the group sales managers towards achieving individual and team objectives.
? Lead the group sales team to achieve group budget and booking pace productivity and execute the strategic selling direct sales efforts.
? Participate and facilitate in customer events, resort FAM trips, and sales appointments
? Coach and mentor sales associates towards peak performance, including customizing development plans as needed.
? Assist in negotiations and closing of accounts
? Execute daily and weekly business review meetings
? Foster a results oriented environment that demonstrates a bias for business development and continuously improved levels of customer service.
? Sign off on all Group contracts/rates prior to sending to client.
? Serve as in internal resource for business volume updates and future business forecasts.
? Foster an environment that recognizes achievements and celebrate successes.
? Assist the DOSM in establishing group sales goals, forecasting group revenues, budgeting and management of sales office.
? Help train and develop sales managers in selling techniques and management philosophy.
? Utilize all existing DH&R resources for the development of new group business. This includes creating relationships with other DH&R property's sales departments, National Sales Directors and using Delphi MPE, BI & AI reports, DOW Jones and Knowland.
? Attend industry and client related functions and related industry memberships in order to keep current on business trends and to maintain close client contact.
? Assist sales managers with booking groups, including joint calls, site inspections and entertaining.
? Work with the DOSM, Director of Revenue Management, Regional Director of Sales & Marketing and Operations teams to execute yield management and revenue management strategies to maximize revenues, profitability and utilization of property.
? Contribute as needed to the completion and posting of all required reports and analysis.
? Assist in preparation and management of the annual sales and marketing expense budget.
? Assist in planning, promoting and coordinating of special events including but not limited to customer familiarization trips, community parties , socials, food & beverage promotions, and press trips,
? Help generate strategies for revenue improvement and participate in the weekly Revenue Optimization Community Meeting.
? Work with the Director of Revenue Management to ensure that sell strategies are continuously updated and are reflective of real time availability and desired rates.
? Facilitate the execution of contemporary proposals from the direct sales team and fully utilize social media / social marketing tools to position the resort consistent with the property and corporate brand standards
? Oversee the appropriate compliance to corporate sales and marketing systems, guidelines and programs, including but not limited to DH&R contract standards, Synergy Sales, Affinity Teams, NSO's, and Co-branding standards.
? Work with Department Directors to ensure sales and marketing tactics and strategies are disseminated and implemented as designed.
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